Archive | April, 2016

Sales Email Fails – How NOT to Use Email

Email with prospects should not be used for: Negotiating/ Persuading/ Debating Closing/ Making an ask Delivering news (good or bad) Substituting for a conversation Sounding ridiculous Phishing Imagine that you came back from a sales meeting with Bob, who explained the challenge that he’s having with his production line. It’s not keeping up with demand. […]

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How to use Email in Sales Prospecting

Email with prospects should be used for setting up the next conversation. Nothing more. This is because an email request is so easy to shoot down. It’s much harder telling someone “no” when you are speaking with him or her in person than it is in an email. Email looses fidelity such as tone, emphasis, […]

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